A Exercise in Futility

Last period's Negotiations Analysis was a hoot: Horatio proved to be the uber cool nego teacher that previous promotions claimed, and he lived up to his reputation (and unfortunately, only some of our expectations) of delivering an entertaining, high-impact negotiation class.

One of the exercises that I did for that class was the 10 'No's exercise. For the purpose of writing the paper, one is supposed to make requests of people that go beyond what they usually can offer for us: get the bus driver to give a discount on the bus ride; ask for more cockles in the kway teow (truly Singaporean, hehe...). Out of these situations, one is to collect 10 Nos for the purpose of documenting the negotiation process. The purpose was to test one's negotiating ability and to see how one can navigate from a 'No' to a 'Yes'.

The stupid thing was in trying to wrack my head to find the 10 situations to write about.

The even stupider thing was in finding myself in more 'No' situations after the class itself. It is a case of divine providence (or some shit like it): after doing a class about getting people past 'No', I find myself getting more 'No's than before.

Take, for instance, Emirates. I was on a flight out of Paris CDG to Singapore on an Emirates flight with 36kg of baggage, 6 more than the allowed requirement. I asked to check in all 2 pieces of luggage, and was denied. The Emirates staff then said oh-so-nicely something about having the authority to allow an extra 4kg, but the extra 2kg had to be charged at something in the range of 60 euros per kg. That is extreme extortion!

The case is thus: I can bring the 9kg piece on board as hand carry, and the other 27kg piece checked in. BUT I cannot check both in because, together, they exceeded the check-in requirement. However, both pieces EVENTUALLY ended up on the same airplane (Oh... so if I pay, I can expect to carry less and make you more money?). The best was in the explanation of the policy: Emirates won't let me check 36kg in because if that happened, then they open the floodgates to everyone demanding the same treatment.

My cheeky question about whether they indeed have everyone making my apparently 'outrageous' drew heated angry berating from the angry french Emirates lady at the check-in counter - I blew my value creation opportunity right then.

Anyhow, that was back in July. More recently, the last 2 days brought its own drama of 'No's to have permanently scarred my naive self. (Ok, I exaggerate: I am just peeved at not getting them to 'Yes').

Yesterday: the Business Card affair. I needed to make a batch of business cards for schmoozing purposes and went to the INSEAD bookstore (appropriately called FootNote - bottom of the page, small font; INSEAD's bookstore used to be tucked neatly away in some basement) to fill in the application form. The business cards had a section for ONE telephone number. I asked to put in TWO: one for my France mobile, another for my Singapore mobile (I am going back in two months after all).

'No.'

So, like the diligent nego pugilist that I am supposed to be after Horatio's course, I asked 'Why?'

Because the format is stated as ONE number by the administration and there's no going against it. So they've defered to a higher authority on this matter and refused to do anything about it.

So I looked for other options...

'No.' (I hadn't even fully explained my half-baked suggestions)

The conversation carried on in a similar vein and 'No' was all I got (and I was both courteous and nice in the entire transaction).

The French don't really make it easy: it seems like when their mind is set on a way of doing things, nothing on Earth is going to worm its way out of the set way of doing things.

My most recent 'No' was, for me, an unfortunate one. Having been waitlisted in the PIM course (Psychological Issues in Management) I was hopeful of being able to attend the class. Turnover is usually quite high and being #4 on the waitlist usually means that one can get into the class of choice. But the OB professor was not keen on having more students - he seemed more interesting in whiling the numbers down instead.

So waitlisted students on PIM? No chance.

I asked him about it during the break and yup, 'No.' Albeit in a much nicer tone of voice than the way with which he conducted his expletive laden spiel. His speech may be explicit laden ('Fuck', 'Piece of Shit' - if it were on TV you might as well call it the 'Bleep' show), but what he is teaching has so much relevance to how we relate to one another. Damn I wished I had put in more points into that damn course.

'No' being all that I've heard recently, I'm getting worried about facing the impending job search activities ahead: am I to expect more 'No's?

My feel is that it'll only make the 'Yes' that is to come sound oh-so-sweet. (Yup, I'm still an optimist).